obsidian/Test/EventKit/03 - CRM Module.md

tags

tags
eventkit

CRM Module

Purpose

Manage client relationships, sales pipeline, quoting, and communication for event companies. Tightly integrated with the 02 - Planning Module (won deals become events) and 01 - Inventory Management (quotes reference real equipment and pricing).

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Core Concepts

graph TD
    Company["Company / Organisation"]
    Contact["Contact / Person"]
    Lead["Lead"]
    Deal["Deal / Opportunity"]
    Quote["Quote"]
    Invoice["Invoice"]
    Activity["Activity\n(call, email, meeting)"]

    Company -->|"has many"| Contact
    Lead -->|"converts to"| Deal
    Deal -->|"belongs to"| Company
    Deal -->|"has"| Quote
    Deal -->|"generates"| Invoice
    Contact -->|"has many"| Activity
    Deal -->|"has many"| Activity

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Sales Pipeline

Default Stages

graph LR
    Lead["Lead"] --> Qualified["Qualified"]
    Qualified --> Proposal["Proposal Sent"]
    Proposal --> Negotiation["Negotiation"]
    Negotiation --> Won["Won ✅"]
    Negotiation --> Lost["Lost ❌"]

Stages are fully customisable per instance. Multiple pipelines can exist (e.g. one for equipment hire, another for production services).

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Feature Breakdown

Contact Management

Feature	Description
Companies & contacts	Separate entities linked together — one company, many contacts
Contact segmentation	Tags, categories, and custom fields for filtering
Interaction history	Full timeline of calls, emails, meetings, and notes per contact
Duplicate detection	Warn when creating contacts with similar names/emails
Import / export	CSV import for initial migration, bulk export
Custom fields	User-defined fields per company and contact

Sales Pipeline

Feature	Description
Visual pipeline	Drag-and-drop deal cards across stages
Deal value & probability	Expected revenue with weighted probability
Weighted forecast	Pipeline value weighted by probability per stage
Multiple pipelines	Separate pipelines for different service lines
Win/loss analysis	Track reasons for winning or losing deals
Pipeline reporting	Conversion rates, average deal size, sales cycle duration

Lead Management

Feature	Description
Lead capture	Web forms, API, manual entry
Lead source tracking	Where the lead came from (website, referral, trade show, etc.)
Lead scoring	Automatic or manual scoring to prioritise follow-up
Lead assignment	Rules-based or manual assignment to sales reps
Lead → Deal conversion	Convert a qualified lead into a deal with one click

Quoting

Feature	Description
Quote builder	Build quotes from the equipment catalogue with real-time pricing
Line items	Equipment hire, crew costs, transport, consumables, sub-hire
Discount management	Per-line or overall discounts with approval workflows
Quote versioning	Track revisions sent to the client
Quote templates	Reusable templates for common job types
PDF generation	Professional, branded quote PDFs
Quote → Event	Accepted quote auto-creates an event in the Planning module
Availability check	Verify equipment availability while building the quote

Communication

Feature	Description
Email integration	Send/receive emails from within the CRM (IMAP/SMTP or API)
Email templates	Reusable templates for common communications
Call logging	Log phone calls with notes and outcomes
Meeting scheduling	Schedule and track meetings
Activity timeline	Unified feed of all interactions per contact/company/deal

Invoicing (Basic)

Feature	Description
Invoice generation	Generate invoices from confirmed quotes or events
Line item detail	Equipment, crew, transport, consumables, sub-hire costs
Invoice status tracking	Draft → Sent → Paid → Overdue
Payment tracking	Record payments received
Accounting integration	Export to or sync with Xero, QuickBooks, etc.
Credit notes	Issue credit for cancellations or adjustments

Reporting

Report	Description
Sales dashboard	Pipeline value, deals won/lost, revenue by period
Rep performance	Deals per rep, conversion rate, average deal value
Client ranking	Top clients by revenue, frequency, or lifetime value
Revenue forecast	Projected revenue from pipeline weighted by probability
Lead source ROI	Which lead sources generate the most revenue
Quote conversion rate	What percentage of quotes become confirmed events

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Event Industry CRM Specifics

Unlike generic CRMs, the EventKit CRM understands:

Concept	How It Applies
Seasonal demand	Dashboard shows booking density, warns about capacity in peak season
Repeat clients	Track client event history, preferences, and standard setups
Technical riders	Store client technical requirements for quick quoting
Venue preferences	Link clients to preferred venues
Equipment preferences	Record client brand/model preferences for future quotes
Event types	Categorise deals by event type (corporate, concert, wedding, festival)

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Related Documentation

• 00 - System Overview — High-level system overview
• 02 - Planning Module — Won deals become events
• 01 - Inventory Management — Quotes reference equipment catalogue
• 06 - Module Integration — CRM ↔ Planning ↔ Inventory flows